Goal setting is vital for success, but to ensure goals are achieved, we need to have accountability processes in place. How can we approach accountability differently? Is it possible to track achievements without looking at numbers? On this episode, we discuss how to hold our team members accountable.  As leaders, we have to figure out our team members’ motivations. Then we need to ask them to commit to the thing they really want. -Greg Harrelson Takeaways + Tactics  Find out what team members are committed to achieving, and hold them accountable to the promises they’ve made to themselves. Numbers shouldn’t be our primary focus, but we can use them to see if our teams are on track with their commitments.  Get comfortable with being uncomfortable. Be willing to confront team members if they’re not on track.  To inspire changes and commitment from our teams, we need to find new ways to keep them accountable. While numbers can help us track achievements, we need to focus on the commitments our team members are making. We need to ask our teams what actions they’re willing to take in order to reach the promises they’ve made to themselves. We need to be comfortable with confronting them if their commitments are not fulfilled. 

  There is so much technology available to agents, but we don’t always take full advantage of the platforms at our disposal. Is there a way to make the process of lead generation more efficient? How can we keep records of all our leads more effectively? On this episode, we discuss how to upload details to our CRM in a hassle-free way.   Sometimes all the research we do on technology and CRMs hurts more than it helps. -Matt Johnson   Takeaways + Tactics  The best CRM is the one you use - even if it’s low-tech. Come up with the content you want to share, then pay someone else to load the information to the CRM software. Think up and develop systems, but don’t use your time to manage them.   Technology is meant to make our lives easier, but in reality most of us never get around to using it. No matter how simple the process is, we end up neglecting the technology designed to make lead generation more effective. To combat this, we need to pay an assistant to load information for us. Technology is intended to help us, but sometimes we need to find the simplest solution because it’s the one we will actually use.

The real estate game has changed drastically, thanks to online offerings like Zillow and Amazon Prime. What are the new rules in the face of online competition? How can we create sustainable businesses that allow us to maintain a presence in the industry for years to come? On this episode, we discuss the importance of mindshare, over market share.   Let’s get into our competitors’ minds and try to see what they see, so we understand their moves. -Greg Harrelson   Takeaways + Tactics  Stop fighting for market share. Focus instead on gaining mindshare, and the market will follow. Rather than criticizing our new competitors, follow their lead. There may be a light at the end of the tunnel they’ve seen that we haven’t yet. If you have leads who aren’t interested yet, build relationships with them in the meantime.   Building successful businesses takes time. Rather than worrying that you’re not seeing results immediately, take the time to build trust with your market. This trust will eventually lead to mindshare, and in turn market share. To build sustainable businesses, we need to focus on what our competitors are doing. Online services like Amazon and Zillow have changed the nature of our game- it’s time to learn their rules if we want to progress alongside them.

  Without a doubt, agents play the most important role in the real estate industry, so we need to ensure we have the best agents on our teams. How do we attract and retain talented agents that can help us boost our businesses? Can we take on a number of agents without overwhelming our current operations? On this episode, owner of Citrus Realty, OJ Rodriguez shares the importance of offering value and investing in our teams.   Agents have a lot of options, so we have to ensure we provide more and help them build their businesses. -OJ Rodriguez   Takeaways + Tactics  Offer value through training, mentorship and coaching. If we help our agents build their businesses, we’ll see amazing results. Don’t spread time or resources too thin. To offer value, we need to ensure we’re able to invest fully in our agents and the business itself. Put the right systems in place. Taking on new agents doesn’t need to be a big challenge as long as we have effective strategies in place to handle the growth.   At the start of the episode, we heard what OJ does to offer his agents value. We then learned his secrets to effective mergers and acquisitions. Finally, OJ emphasized the benefits of specializing in the business, and the value of creating our own niches. We also discussed;  Why a higher split doesn’t necessarily mean more money goes to the agent Where we should be spending money to boost our teams How to create effective mentorship programs for new agents   To make our mark in the real estate industry, we need to be attracting and retaining the best agents out there. We can do this through training programs and mentorship, as well as constant investment. To grow in real estate, we need to be putting as much time and energy into our agents as we can.   Guest Bio-  OJ Rodriguez is the Broker/Owner of Century 21 Citrus Realty — a World Class Real Estate Organization known for unmatched service, experience and expertise, and the preferred one-stop solution for buyers, sellers, lenders, mortgage servicers, and asset managers. OJ is an avid supporter of continuing education — offering unbeatable value for first class real estate education at Century 21 Citrus Realty Real Estate School. He is honored to hold positions with several non-profit Boards, including The National Association of Hispanic Real Estate Professionals Orange County Chapter,Citrus Valley Health Foundation, Citrus Valley Health Partners.   To find out more about OJ, head to http://www.c21citrus.com/  And https://www.linkedin.com/in/ojrodriguez/  You can also call him directly on 626 523 3193

To be successful in sales, it’s vital that we convey confidence to our prospective clients, and we build confidence by gaining knowledge. How can we become more confident in our abilities? How can we instill self-confidence in our teams? On this episode, President of Northrop Realty, Creig Northrop shares on the link between our knowledge and our success.   Expand on your knowledge to build your confidence. Confidence builds trust, and trust leads to sales. -Brendon Payne   Takeaways + Tactics  Become a dedicated student to the trade. The saying ‘readers are leaders’ is popular because it’s true. Building confidence is vital if we want to succeed in sales. It allows us to build trust faster and make more sales. Don’t stop at training. To be successful agents, and create a great team, there needs to be a combination of training, coaching and on-the-job experience. In this episode, we spoke about the best ways to structure our teams. In the discussion, we emphasized the importance of delegating tasks to others. We also explained that for teams to flourish, there is a need for hands-on management. We also discussed;  When team leaders should be involved with clients How to stay relevant in our markets The importance of mindset and our inner game   As long as we continue to make learning a priority, we’ll never lose. In order for us to be good agents and leaders, we have to stay as educated and as well-informed as possible. Taking a hands-on approach to our businesses is vital, as is providing our agents with a more holistic learning experience. Growth is crucial in the real estate industry, so commit to constantly feeding the mind with information that boosts expertise and ultimately, confidence.   Guest Bio-  Creig Northrop is the President and CEO of Northrop Realty, the Number 1 real estate team in all of Long & Foster Company for 10 consecutive years. As the president of Northrop Realty, Creig has become well-known in the industry for his professionalism and extensive  knowledge of real estate. Creig is the youngest agent to have received the Billionaires Club Award by Who’s Who in Luxury Real Estate; an achievement earned in 2014.   To find out more about Creig, visit https://www.northroprealty.com/leadership-team.php You can also email him directly on [email protected] And call him on 4105310321  To connect with him on social media, visit https://www.facebook.com/creig.northrop

So many agents ask how they can do more business transactions, and the answer lies in productivity. How can we eliminate distractions and increase our conversions? What can we do to scale more effectively? On this episode, Jeff Quintin of The Quintin Group and I discuss how to boost productivity and get better results.   If you want to be more productive, you have to prioritize your schedule and focus on lead generation. -Jeff Quintin   Takeaways + Tactics  To eliminate distractions during lead generation, set a time frame during which you tackle the activity. During this time, you should be fully focused on lead generation. That means treating the activity like a listings presentation appointment. For a better conversion rate, pay attention to your scripting and make sure you’re actually listening to the lead. Clients want to feel comfortable and listened to. Make sure you have effective systems behind-the-scenes. Additionally, make sure that as you grow, you maintain regular communication with everyone in your team.   At the start of the episode, we shared advice on how to eliminate distractions. Both Jeff and I suggested some kind of ‘linking’ to the desk during lead generation- whether through a corded headset or a surfing leash. By being physically attached to the activity, agents are more likely to stay focused on the activity at hand.  We also discussed;  Setting up your environment to be more productive Why you need to know about every property in the market- even if it’s not your listing How to prioritize your schedule to work more effectively The world we live in is full of distractions, so it’s important to create environments more conducive to working effectively. Time-block activities, and honor the times you set. Treat every task you undertake as though it were a listings presentation appointment, and be mindful of your response time on the phone. We live in a competitive world, so be sure you stand out by staying consistent in every activity.   Guest Bio-  Jeff Quintin is a Realtor and the Team Leader of The Quintin Group. As the team's lead generator, Jeff prospects daily for qualified buyers and sellers, lists properties, negotiates offers, and manages staff. Jeff consistently sells 4-5 homes per week.   To find out more about Jeff, go to https://thequintingroup.com/ , or email [email protected].  You can also find him on Linkedin at  https://www.linkedin.com/in/jeffquintinsuperteam/ And on Facebook at https://m.facebook.com/JQuintinTQG/ 

A lot of agents spend 90% of their time trying to get more clients instead of giving a higher level of service to their existing clients. How can we grow our business by building client relationships? What can we do to secure future listings from past clients? How can we profit from more online leads? In this episode, leader of Mister Rogers Homes, Shawn Rogers, discusses the impact customer service has on business success as well as how to survive market dips.    If you take care of your clients, the cheques, closings and referrals are going to keep coming because you kept your word and in this business, that’s the kicker to success. -Shawn Rogers   Takeaways + Tactics  Client relationships are important to the future of our businesses because we can scale our business a lot faster through referrals.  We can capitalize on past buyers by following up with them regularly with useful market trend information. When we stay front of mind, they are more likely to list with us and refer us.  Every lead has a different timeline and when we focus on the clients’ needs, we can quickly identify their urgency and motivation and nurture them consistently over time. On this episode, we talked about why we shouldn’t be more focused on getting as many new clients as possible than on giving a great service during and after the transaction. We also talked about how to capitalize on past buyers.    On this episode we discussed:  How client relationships help scale our business faster Securing more listings with useful and non-invasive follow up How to convert and profit from online leads Most agents take courses, pass their tests but fail to apply a moral code to their work because they are too concerned with finding new clients to up their quantity. We can scale our business a lot faster through referrals, and that means building relationships with our clients and putting quality over quantity. When we build relationships with our clients and maintain them after a transaction, we are remaining front of mind and increasing our chances of them listing with us again in the future. By providing great customer service, we can scale our business faster and more effectively. Guest Bio-  Shawn Rogers is a Real Estate Agent with West USA Realty and runs his own team called Mister Rogers Homes out of Phoenix, Arizona. Shawn specializes in Buyers, Listings, Relocation, Short-Sale, New Builds and Luxury Homes. He is one of the Top Producers and has received Awards of Excellence at West USA Realty and is set to close 250 transactions this year. Shawn’s focus on customer service has resulted in the most positive reviews on Zillow, Trulia and Homes.com in Arizona, as well as the most positive recommendations on REALTOR.com in Arizona. His team has been the Top Producing Real Estate Team since 2013. (480)313-7031 www.facebook.com/MisterRogersHomes  www.MisterRogersHomes.com   

The massive changes we’re seeing in the real estate industry aren’t going anywhere, so we need to evolve our processes. How can we work alongside iBuyer platforms? Is it possible to maintain our role in the buying process? On this episode, Kenny Klaus of the Kenny Klaus Team shares how you can stay relevant in the age of technology.     We have to up our game from a service level. -Kenny Klaus   Takeaways + Tactics  As an industry, we need to stop trying to compete with iBuyers and online real estate platforms. We need to work with the platforms and find a way to fit in-between the buyer and the platform. Create videos for buyers, offering to help put the information they’ve found online into practise. There is an overwhelming amount of education available online, but we have the knowledge to help buyers sift through the noise. Maintain an indispensable role in the buying process. Stay involved throughout the process and make sure clients know that your participation is what got them to the buying table.    Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   At the start of the episode, we mentioned that there is no need for agents to bash i-Buyer platforms- and that there are countless opportunities to work together. Kenny then shared why you should be sending out constant reminders that you’re on hand to help.   We also discussed;  Why the promise of ‘speed’ by i-Buyer platforms isn’t as important as we think How a partnership with the platforms benefits the buyer Why we should be using the platforms as tools, rather than allowing them to use us   The introduction of technology to the real estate industry offers exciting- and daunting- changes. We need to keep on track with the trends and make sure buyers know that ultimately, we aim to assist them. We can work alongside iBuying platforms, while continuing to benefit ourselves and the buyer.   Guest Bio-  Kenny Klaus is the Team Leader at the Kenny Klaus Team Real Estate Solutions. With extensive experience in the industry dating back to 1999, Kenny is recognized nationally for his excellent track record in the field. He is a Certified Residential Specialist, a Certified Distressed Property Specialist and an Accredited Buyer Representative. He’s also the recipient of numerous awards, and is valued in the industry for his teachings.  To find out more about Kenny, visit: https://www.klausteam.com/26690-Kenny-Klaus/   

In today’s world of instant gratification, a lot of people are looking for shortcuts to success. Are there any shortcuts we could be taking? What are the benefits of starting slow- and are there any risks of delaying our success by taking the long route? On this episode, we’re asking Century 21’s Young Gun Panel- Thomas o’Malley, Hunter Baiden and Anthony Velazquez- how they’ve set up great foundations for their businesses before the age of 25.   The more time you invest in yourself, the better results you’ll get. -Anthony Velazquez   Takeaways + Tactics  Establish a routine. The benefits of waking up early to exercise and performing a routine every single morning at the office are immeasurable. Focus on building a database. By establishing a routine in which we contact between 60 and 100 people a day, we’re building a solid database that will benefit us in the long run. Create a balance between focus and fun. Maintaining focus is obviously important at work, but it’s also vital that we take time away from work to have fun. By allowing ourselves to unwind, we can reset our stress levels and function optimally at work. At the start of the episode, the Young Gun Panel explained that their backgrounds in sports gave them a great foundation for working in real estate. However, all of them agreed that without remaining consistent and intentional, their businesses wouldn’t be as well-grounded as they are today. The episode ended with a reminder that building a good foundation is crucial in order to create a thriving business.   On this episode we discussed  Why making cold calls trains us in how to deal with different personalities The importance of investing in ourselves and our businesses That we need to commit to a long-term game and acknowledge the risk for downfalls upfront The early stages of building a business are an exciting time. However, we need to remember that these early stages require a foundation to be built. Value this time as something that allows us to build databases and set up valuable routines. It’s important to stay focused on our goals, but remember no to burn ourselves out. The momentum stage is only the beginning of what’s to come.   Guest Bio-  Thomas O’Malley is a real estate agent at Century 21 The Harrelson Group. While he grew up in New York, Thomas has been a regular visitor to the Grand Strand for as long as he can remember. His love for the area inspired him to begin a career as an agent in the Grand Strand. Today, he works alongside Brendon Payne at C21, and strives to provide a hassle-free experience to all his clients.  To contact Thomas, email him on [email protected]   Hunter Baiden was born and raised in the Grand Strand area. Having grown up seeing the growth of the area, he was inspired to be a part of it all. He hopes to have as positive an impact on the Grand Strand community as it has had on his life. Hunter is a real estate agent at Century 21 The Harrelson Group, and is passionate about offering a transparent service to his clients.   To contact Hunter, email him on [email protected] You can also call him directly on (843) 503-9988   Anthony Velazquez is a real estate agent at Century 21 The Greg Harrelson Group. Anthony attributes a lot of his drive to seeing entrepreneurship first-hand, working for his father’s construction company from the age of 14. On top of this extensive work experience, Anthony is determined to further his skills through education. He’s currently enrolled as a full-time student at Horry Georgetown Technical College in pursuit of a degree in Associate Art in Business.    To contact Anthony, send him a message on Facebook: https://m.facebook.com/anthony.velazquez.92754397 

More and more agents are focusing on building teams today. Are teams the only way forward in the real estate industry? Can we grow our businesses without having a team? On this episode, Lori Lentz-Widner and Lori Sorensen from the Harrelson Group discuss how they’ve boosted their business and built stronger connections with their clients- without having a team.     Record the conversations you’re having- there’s a difference between how think we sound and how we actually sound. -Lori Lentz-Widner   More and more agents are focusing on building teams today. Are teams the only way forward in the real estate industry? Can we grow our businesses without having a team? On this episode, Lori Lentz-Widner and Lori Sorensen from the Harrelson Group discuss how they’ve boosted their business and built stronger connections with their clients- without having a team.   Takeaways + Tactics  While we may not need a team, we should consider hiring an administrative assistant. Small activities add up, and we’ll be surprised at how much time you save by passing the activities onto someone else. Connection is extremely important. To forge a bond with clients, we should speak to them as we would a family member and make sure we have their best interests at heart. We must respond to leads the moment we receive a notification. Responding immediately shows we’re the most efficient agent, and in the fast-paced world we live in, our clients will definitely appreciate it. In this episode, we discussed the importance of dealing with clients the right way. We suggested paying attention to your tone when asking the questions, and shared how to create a comfortable environment.   We also discussed:  The difference between how we sound and how you think we sound Connecting with buyers over the phone, before the call ends The importance of meeting face to face While industry trends show so many agents gravitating towards teams, they’re not the only way to get ahead. We need to find someone who can handle the small activities we do daily, so we can spend more time on building connections. Ultimately, connections are the most important part of the business- and we should be treating all our clients like family.   Guest Bio-  Originally from Wisconsin, Lori Lentz-Widner moved to Myrtle Beach for college in 2000 and fell in love with the area. The Coastal Carolina University alum has gone on to manage specialty retail Fortune 500 companies, where she became a top performer and producer. Throughout her career, she’s excelled in providing excellent customer service and empowering employees to reach their goals. Lori prides herself on communicating with her clients every step of the way. From the initial interview, she listens to her clients’ stories and familiarizes herself with their wants and needs.   To find out more about Lori, head to:  http://www.c21theharrelsongroup.com/lori-lentz-widner/  https://www.linkedin.com/in/loriwidner/    You can also call or text her on 843 455 6159   Lori Sorensen is a Realtor at Century 21 The Harrelson Group. As a resident of Myrtle Beach, Lori is passionate about the area and enjoys showing her clients all it has to offer. Lori prides herself on providing exceptional service, and strives to help every family within a budget to attain their dream homes. Lori is a wife and a mom of 2 girls, and understands how stressful the home buying process can be- so she continually offers the best service possible to make the process go more smoothly.   To find out more about Lori, head to: https://www.c21theharrelsongroup.com/lori-sorensen/  You can also call or text her on 8435035880 Or email her at [email protected] 

We hear so much about retaining clients, but not enough about how to keep great agents on our teams. How can you retain your agents? How can you show them your value as a leader? On this episode award-winning owner of Century 21 Results, Terry Swanson, shares how he’s shown his agents great value over the years.     See your agents as your clients. -Greg Harrelson   Takeaways + Tactics  Research what works for your agents. Rather than allowing them to test all the waters of lead generation, try it yourself and guide them in the right direction. This, in itself, shows you as a person of great value. Control the experience your clients and agents receive. Hold champagne closings and create a festive atmosphere in the office. Doing this creates an unforgettable experience for your clients and elevates your agents in their eyes. Offer invitation-only privileges to your top producers. This is a great way to motivate your staff and to retain them once they’ve climbed the ladder of success. At the start of the episode, Terry Swanson shared some of the steps he takes to bring value to his team. After elaborating on those, he explained how to keep making money while investing in your team.   We also discussed: When to re-evaluate your business model The importance of knowing who you are, as a leader Why you should get others to do the activities you don’t excel in   Agents are the most vital component of any real estate team, so it’s important to retain their services and cultivate loyalty. To do that, you have to keep offering them value. Offer privileges that not only motivate them to work harder, but also to stay with your company once they’ve achieved their goals.    Guest Bio-  Terry Swanson is the owner of Century 21 Results. Having grown up in Atlanta with two parents in the Real Estate and mortgage industry, Terry has always been drawn to the business. After creating Results Realty Services with his mother in 1998, Terry saw phenomenal success thanks to his focus on offering value to everyone involved. Today, the company is linked with Century 21, and it only continues to grow.   To contact Terry, call or text him on 770-789-5846 You can also find out more about him at: https://terryswanson.c21.com 

A lot of agents shy away from lead generation, but it’s one of the best places to start in the industry. How can you focus on lead generation and let it take you to the next level? How can you build confidence along the way? On this episode, I talk with C21 agent John Senk to hear his advice.     Poor responses are just a response: don’t make it mean anything more than what it does. -Brendon Payne   Takeaways + Tactics  Go out and hunt. Lead generation requires you to look for new clients every day. Accept that it’s part of the job and something you have to do. It’s okay to be scared. Use your fear to master one step at a time. If you’re uncomfortable going out as an agent or doing SEO, don’t force yourself to master it all at once. Start with one thing and then move on once you’re more comfortable. As you build a bigger database, you’ll become more confident. Focus on getting as many reps as you can. As you go along, your confidence will soar.   At the start of the episode, John explained why he got started in lead generation. He then shared his daily routine and mentioned that without repeating the steps everyday, he wouldn’t be where he is now.   We also discussed:  Overcoming the challenge of monotony Not taking bad responses personally Why repetition is key So many real estate professionals avoid lead generation because of its monotony and the possibility of being mistreated by the people on the other side of the call. The sooner you can accept it as part of the job, and something over which you have no control, the sooner you’ll be able to start working more effectively. Lead generation might not be ‘fun’ but it is a necessary part of the job. More importantly, it’s a part of the job that can boost your business tremendously, if done right.   Guest Bio-  John Senk is a real estate agent at C21 in Myrtle Beach, South Carolina. After starting in the industry by focussing on lead generation, John has seen great success in the time since then. John firmly believes in getting the job done no matter what, and strongly recommends all agents accept monotony and just work consistently.    To find out more about John, head to https://www.linkedin.com/in/john-senk-641b36124  You can find out about his listings and see his client testimonials at https://www.century21.com/CENTURY-21-The-Harrelson-Group-43541c/JOHN-SENK-4951055a 

The world is becoming smaller by the minute, thanks to virtual communication and work opportunities. How can you grow your business by using online tools without creating a remote work environment that lacks engagement? Is it possible to build real relationships with your team members by using technology? On this episode, Executive Vice President of Century 21 NS Group, Robert D’Amico, shares how he’s built a strong team of 800 agents spanning 4 states.     Takeaways + Tactics Surround yourself with the right people who suit your company culture. You need to have supportive people in your business who can easily assimilate. Communication is key. Stay in contact with your team through social media, internal emails and videos of trainings. Communication is vital for a successful business, so use a range of platforms to stay in touch. Stay relevant regardless of distance by focussing on one region at a time. That way, you have a more localized approach that agents can better relate to.   We also discussed; Family-based businesses Building relationships while scaling Continual training of agents around the country   While social media has allowed us to be more connected than ever before, the option for working remotely always poses a threat to real engagement. No matter how easy it’s become for teams to work independently, it’s always important for management to maintain a presence. Remember to stay locally relevant. You may have a team that sprawls across the country, but keep striving to create a family environment.   Guest Bio- Rob D’Amico is the Executive Vice President at the Century 21 NS Group. The group has seen tremendous success, and has a presence in over 40 locations. It’s also 800 agents strong, and crosses 4 states. Rob attributes a lot of this to building a ‘family tree’ concept at work, and on top of working alongside his cousin and wife, he feels that the company does so well because it strives to include all members in a family environment. Rob is a fierce advocate for using social media tools to communicate with his team, and stresses the importance of relationships to advance.   To find out more about Rob, head to: https://www.century21.com/CENTURY-21-North-East3287c/Robert-D%27Amico-214344a  

Prospecting plays a big role in our business growth and success as agents, but many of us are put off by this part of our job. How can we change our mindset when it comes to prospecting? How can we have more valuable and successful conversations with new leads? What could incorporating automation into our prospecting process do for our business? In this episode, Abe Safa explains what it took for him to go from 40 to over 100 transactions in three years, and how we can apply this to our own business growth.     Takeaways + Tactics When we are confident in conversation, both our interactions and results change in a way that positively impacts our business. When we use automation as an extension of our prospecting process, we can reach significantly more leads. The leads that we think are bad or dead leads often aren’t, we just haven’t called enough times to get them on the phone. On this episode we discussed how Abe Safa went from 40 to over 100 deals a year after just three years in the real estate industry, as well as how he overcame his resistance to prospecting and significantly increased his business growth. We also discussed: How confidence impacts business growth Using automation to reach more leads Making enough attempts on a lead   We are often resistant to prospecting, but it is a necessary part of our job as agents if we are to have any significant business growth. Preparation through listening to podcasts, watching videos, role playing and script mastering can make prospecting easier, and when we speak with presence and confidence our conversations become more valuable and successful. By using tools like automation as an extension of our prospecting process, we can spend more time talking to leads and less time trying to reach them. This increases our bandwidth and will take our business success to the next level.   Guest Bio- Abe Safa is the Founder of and mind behind Contact Junkie, a software company that scales your business through technology. He grew up in New York and moved to the Myrtle Beach area to attend Coastal Carolina in 1988. Since graduating in 1991, he's lived there and has owned several successful retail stores. Abe started working at age 13, and has been selling or running businesses for over 34 years. He went from being a new licensee to having over 100 transactions per year. His business background and experience in negotiating and marketing, combined with his unique and precise analytical skills, leaves no doubt that he is a valuable resource. Abe loves to challenge himself and believes that life is all about growing and improving yourself and your community. https://www.contactjunkie.com   Email: [email protected]

As new agents, it's critical to build momentum and generate business using the resources we already have. How can we authentically and effectively use our center of influence? How can we nurture our database? How can social media help us remain visible and relevant? In this episode, Dusty LaBossiere explains how the majority of his business comes from referrals and warm connections, and what we can do to become top producing agents.     Any agent who really wants to develop their sphere of influence should do so through passive advertising and staying top of mind through social media. -Dusty LaBossiere   Takeaways + Tactics We need to be highly organized and advertise ourselves in an authentic, regular and intentional way in order to nurture our database. New real estate agents who don’t have a lot of money to spend on advertising need to be consistently top of mind through social media. If you don’t have someone’s attention, you don’t have a shot at their business. If you have good relationships and are a likeable person, and you mix that with good work ethic and a good level of service, people will naturally gravitate towards you and want to work with you. On this episode we discussed how we can generate more business from our centre of influence, and Dusty Labossiere explains how he turned his life around and became the top individual producer at Century 21 Results, Atlanta. We also discussed: How to effectively nurture our database Why new agents need to use social media for business growth What we need for people to want to work with us As a new agents we can get ourselves out there and build our database by using social media as well as our centre of influence. When using social media to reach potential clients, we need to be authentic, consistent and intentional. Being authentic in our professional and personal life and building relationships with people helps us grow and retain our sphere of influence. When we combine this with the underlying foundation of delivering good service, we can provide real value to people and generate more business. Guest Bio- Dusty LaBossiere is the Founder of the LaBoss Group and is a top producing individual agent of Century 21 Results, Atlanta. He was born and raised in Metro-Atlanta and is intimately in-tune with the ins and outs of his hometown market. In an industry that's constantly evolving, Dusty has a proven track record of providing outstanding client service regardless of who he is representing. In 2018, Dusty was Top Producer as individual agent out of 220+ agents at his brokerage. Century 21 Results was named #7 most productive C21 office nationwide. In the short three years he has been a full-time realtor, he has become the most productive agent at one of the most productive C21 offices in the country. 404.750.9236 https://www.facebook.com/DustyLaBossiere

Time and time again, we’re reminded that success comes from repeating steps. Which ‘boring’ steps should you continue to take? How can you stop thinking of your routines in a negative way? On this episode, we’re discussing why mundane, everyday activities are crucial for success.     If you want the highs, you have to do the boring things. -Matt Johnson   Takeaways + Tactics Following ‘boring’ routines is really a simple approach to mastery. It’s fun to create something new, but remember that a lot of our great ideas don't get brought to completion. There is the “doing”, and there's the “perception of the doing”   If you think about some of the most celebrated sports stars, like Tiger Woods and Michael Jordan, they often have something in common: committed, repeated activity. Even when they’re at the top of their games, they’re continuing to practice the steps that took them to the top in the first place. Don’t allow yourself to be put off by the banality. You’re mastering small steps, every single day.

Entrepreneurs in the real estate space often avoid certain lead generation strategies in favor of the one they use most often. Is the strategy used the most also the strategy most effective? Why are agents so inclined to keep doing the same thing, rather than trying new avenues? On this episode, we’re discussing why you need to change your story to see different results.     Takeaways + Tactics Pay attention to the story you’re telling. You must have an understanding of the narrative you share. Ask yourself if the story you’re telling is true. Question why you keep sharing a particular narrative. Chances are, you had a bad experience with it in the past. Most of the time, the narratives we share are based on an experience we had with strategies in the past. If you had a poor experience with For Sale By Owners, for example, you’re likely to avoid revisiting the situation. Learn to identify when you’re generalizing and perpetuating a negative narrative. You have to change the story to change your results.

  Real estate is a relationship-based business, and we can use technology and professional development to increase and improve the success of our business. How do we create a mutually beneficial environment where we grow as a company and our people also experience personal growth? How do we make technological advancement work for us rather than against us? Why should we invest time and resources into training and coaching for our people? In this episode, Century 21 CEO Mike Miedler discusses why he focuses his attention on training and coaching, and how we should embrace using technology in the real estate industry.     It’s about understanding the hopes, fears and dreams of our agents and brokers so that we can help them be better with their business. -Mike Miedler   Takeaways + Tactics If someone is representing our company well, and we are helping them with their growth, then they are likely to be a great advocate for our brand. We need to embrace technology so that when we are inevitably doing business at a lower margin, we are also dealing with higher volumes. This ultimately increases revenue, profitability, and income. By pushing people forward and giving them the right training and coaching, people can internalize the process, execute it in the field and increase their productivity and profit.   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/     We also discussed: What makes someone a great advocate for your brand Why we should embrace technology How training can increase productivity and profit   As business owners, we should be focused on growing our company in the best ways possible. The people in our company are key to this, and by providing the tools and systems they need to reach their goals, we are in turn reaching our goals as leaders. Technology plays a big role in business today, and we need to embrace this in the real estate industry so that we can be more productive and serve our client base effectively.   Guest Bio- Mike Miedler is the President and CEO of one of the smartest, boldest, fastest and largest real estate companies in the world: Century 21. Mike has more than 20 years of experience with the Century 21 brand in various roles. He is a leader in residential and commercial real estate franchising, brokerage, and management, and understands the important role the international markets play in expanding the brand and the system’s growth opportunities. Mike can connect you with local experts anywhere on the planet if you need insight, trends, excellent customer service, flawless execution or just simple advice for any type of real estate transaction. He specializes in people and helping them achieve their goals. https://www.century21.com

  Real estate agents have been concerned about commission compression and the idea that they’ll eventually be replaced. If we stop listening and observe what is actually happening, we will see that the main concern lies in referral fees cutting into our net profit. Why don’t we have to worry about commission compression? What can we do to offset the shrinking effect referral fees have on our profit margins? How can a tool like Contact Junkie help us acquire our own leads? In this episode, Greg Harrelson and Matt Johnson discuss ways in which we can increase our net profit margins when referrals are cutting into them.     While you’re accepting leads from someone else’s faucet, you must also create a faucet of your own. -Greg Harrelson Takeaways + Tactics Agents need to increase some of their outbound lead generation strategies to make sure that they’re adding deals to the mix and netting a higher margin. By doing our own marketing and figuring out how others are generating leads and taking them in-house, we can start to generate leads at a lower cost than what we’re paying for them. We have to stop taking for granted that our center of influence loves us so much that they are going to be loyal to us forever. We must continuously give value to them.   It’s not commission compression that’s digging into our net profit. It’s the increasing amount we pay for referrals, and the increasing proportion of transactions done with a referral fee. In order to increase our net profit, we need to generate more of our own leads and pay less for them than what we pay in referral fees. Increasing outbound lead generation strategies, doing our own marketing, and consistently giving value to our existing database are ways we can grow our personal lead database and make more profit.

For those new to the industry, the thought of building a sphere of influence is daunting. How do you start to build a network when the people you’re close to aren’t in a position to buy a home? Should you leave clients who aren’t immediately ready, and pursue those who can commit to a home now? On this episode, we talk with top-producing Century 21 agent in Fort Worth, Sarah Lyons, about the importance of building relationships.   Try to establish rapport and build relationships. You may not get something out of it immediately, but over time you’ll generate momentum. -Greg Harrelson   Takeaways + Tactics Dedicate yourself to real estate and make it your plan A. While it’s great to have a backup plan, having a plan B can hold you back from achieving in real estate because you’ll lack the motivation. Focus on your current clients rather than spending time trying to get new ones. Foster meaningful relationships instead of multiple, shallow ones. If someone isn’t immediately interested in your listing, don’t be discouraged. You’re not just trying to sell one house— you’re picking up a new client to assist in finding their dream home. At the start of the episode, we heard what initially motivated Sarah to pursue a career in real estate. Because she had to support her family, she jumped in head-first, and made sure real estate was the only industry she worked in. Without these distractions, Sarah was able to spend time building strong, meaningful relationships with clients that eventually took her right to NAR’s ‘30 under 30’ in 2017.   We also discussed: That you have to find somebody who knows more than you to mentor you Why you don’t need a large sphere of influence to start. You can approach sellers directly to build your sphere Why you should have referral partners sponsor your client appreciation parties   The real estate industry is based on human needs and connections. Remember that your client requires someone with their best interests at heart, so make sure you’re building strong relationships with them. Even when clients don’t appear ready to work with you, continue to foster your connection with them. You may not get something out of it immediately, but over time those relationships gain momentum.   Guest Bio- Sarah Lyons is the number 1 producing Century 21 agent in Fort Worth for 2015, 2016, 2017 & 2018. She specializes in Tarrant and Parker county. As a full-time Realtor with over 250 transactions closed, Sarah has the experience and knowledge to assist clients with their buying and selling needs. She also has great availability, thanks to her husband homeschooling their 2 sons. Sarah believes that open communication is key, and never lets her clients feel ignored or avoided. She always encourages clients to use their easiest means of communication, by email or text. Sarah achieved NAR's "30 UNDER 30" award winner class of 2017, and was the only DFW metroplex winner. She’s also the recipient of the C21 Relentless Agent Award 2018. Find her on Facebook: https://www.facebook.com/SarahLyonsRealEstate/ Visit her website: www.sarahlyonsrealestate.com   

Most agents don’t have a problem with acquiring leads. The difficulty lies in reaching those leads and being able to follow up enough to convert. Do we have bad leads, or do we need to reconsider the systems we use? How can bandwidth improve our conversion rate? How can software like Contact Junkie help us reach and follow up with our leads? In this episode, Abe Safa shares on lead conversion issues in Real Estate and how automation software like Contact Junkie can help us optimize our business.   Our ROI is minimized because of our inability to make the right number of attempts per lead. -Abe Safa   Takeaways + Tactics We spend time, money, and energy acquiring leads, but we don’t have the capacity to reach the majority of them. Increasing our bandwidth will improve our lead conversion ratio. Think about whether your poor ROI is really due to the quality of the leads you bought. It is often because we haven’t adapted the systems and infrastructure we use to the new way of doing business. People are busy, and we need to be able to make multiple attempts to reach them. Contact Junkie is an automated communication tool that increases response rates and allows us to have unlimited bandwidth.   In this episode, we discuss what motivated Abe Safa to start his software company Contact Junkie, and how this kind of automation acts as a communication tool to convert more leads for your business.   We also discussed: Issues with lead conversion in Real Estate How increasing our bandwidth helps with lead conversion Ways to increase our bandwidth   There is no shortage of leads in real estate, but there is a bottleneck when it comes to the ability to reach and follow up with these leads. People have become numb to notifications on their phones as a result of all the noise we are exposed to today, and this has increased the number of attempts it takes to reach a lead. We are left with a stack of leads that we have spent time, energy, and money acquiring that we cannot make a dent in. We need to increase our bandwidth so that we can make the attempts necessary to convert them into business.   Guest Bio- Abe Safa is the founder of Contact Junkie, a software company that scales your business through technology. He also has his own Real Estate Agency, Abe Safa Real Estate, in Myrtle Beach and is the top Real Estate Agent in the area. Abe went from being a new licensee to having over 100 transactions per year, and has over three decades of business and negotiating experience. He graduated from Coastal Carolina in 1991 and has an honest and tenacious approach to business. https://www.contactjunkie.com    

There's a tendency to believe that achieving success is complicated, but as most successful people will attest, simplicity is the best way forward. How can simple approaches help you reach tremendous heights in your business? Can you apply simple ideas to practical manifestation? On this episode, I talk with industry veteran Karen Cooper to hear how she’s put surprisingly simple tactics into practice to great effect.     Takeaways + Tactics Be consistent. If you want to grow your business you need to have a consistent approach, whether in communication with clients or systems used in-office. Confidence is key. You can boost your confidence levels by making sure you’re constantly dealing with potential clients- even the non-serious clients. Take every interaction as a learning opportunity. Commit to a new morning ritual over a 30-day period. This is how you’ll build new habits and instill self-confidence.   At the start of the episode, Karen explained the importance of investing in your business. That investment should come not only in the form of finance, but your time and energy. With that said, Karen also shared that the time you spend should allow you to build systems that mean you do less work as your business levels up. We also discussed: That the position you’re good at now will be easily replaced by someone else when you scale your business How your time in-between transactions should be spent on creating systems Why systems are the only way forward   For the most part, our inability to reach our goals lies in our mindsets. Whether that be because of a lack of self-confidence, or insufficient motivation, we have the power to prove ourselves correct. The great news is, we also have the power to prove ourselves correct when we tell ourselves we can do something. Stop telling yourself you can’t reach new heights or complicate the process. Take the journey to success back to basics and make good on new rituals.   Guest Bio- Karen Cooper exemplifies what it means to be a real estate professional, and is one of the owners of the Platinum Group Real Estate team at Pearson Smith Realty.  Karen is an Accredited Buyer Representative (ABR) and has her Virginia Real Estate Broker's License, which afforded her the opportunity to spend more than 2 years managing two offices and over 100 agents for a busy Loudoun brokerage. Karen regularly volunteers in the classrooms for her 3 sons, and is a life member of Lovettsville Volunteer Fire & Rescue, having spent over 10 years as an EMT/Shock Trauma Technician and serving several years as the company's Rescue Chief and on County level committees. Learn more at http://www.goplatinumgroup.com/karen-w-cooper/

Whether you’re newly licensed, an active entrepreneur, or even a seasoned agent looking to polish up your skills, everyone can benefit from outside advice. What has helped others take their businesses to the next level? How can you build and foster relationships with your clients that stand the test of time? On this episode, I talk with an agent on my team, Lori Sorensen, about the changes she’s made in her approach. Those changes have brought her great results. In fact, last year alone, Lori had 61 transactions.      Too often, agents just assume the buyer will see value in them. But we as agents have to actually paint the picture of what they can count on us for. -Greg Harrelson   Takeaways + Tactics Think about the value you bring your clients, and share it with them. By doing this, you’re setting them at ease and letting them know you’re the right choice. Stay in touch with all your past clients. Even if they’ve already bought a property, you want them to remember you when they inevitably sell. Accept that discomfort is normal- so don’t give up too easily. If anything, being too comfortable is hindering you from taking your business to the next level.   We started this episode talking to Lori’s professional journey. Lori shared the culture shock she experienced when she moved from West Virginia to the Myrtle Beach market. She also discussed how she transitioned from having virtually no competition in West Virginia, and how that changed once she joined The Harrelson Group.   We also discussed: How clients don’t automatically know what you’re good at. Why you have to set yourself apart. The need to engage with your team.   While real estate is an exciting industry, there is no shortage of agents. Because of this, you have to think about what makes you unique and aim to build relationships. Stop thinking in terms of transactions- that’s short term. Make connections with people and ensure they never forget the value you bring. People buy and sell property all the time: make sure you’re the only agent they consider to help them.   Guest Bio- Lori Sorensen is an agent at Greg Harrelson’s The Harrelson Group. Two years after getting her license, Lori joined the Harrelson Group and has seen her star rise ever since. In 2018 alone- her third year at the company- Lori made 61 transactions. Although she prefers the buying process, Lori stays in contact with all her past clients and happily assists them in every area of real estate as their needs require. To contact Lori, email her at: [email protected]  

It’s difficult to stay motivated when you’re not enjoying yourself. How can you approach business tasks differently to enjoy them more and get them done more effectively? Can you mix work with play? On this episode, I talk about why I don’t do things unless they’re fun, even in business.   I don't work, I play. I don't have a job, I have a hobby. -Greg Harrelson   Takeaways + Tactics Fun is not a doing, it's a being. Decide to look at the world in a certain way. Remember, every problem has a flip side of opportunity or breakthrough. Build systems around you that allow you to stay in your lane.   Most people would agree that enjoying what you’re doing makes time move faster and your work ethic better. The best way to enjoy what you do, then, is by eliminating the things you don’t like. Delegate to your team- what you don’t love could be their greatest passion and something they’re skilled at. There’s no excuse for not getting things done when your tasks are someone else’s idea of fun.

  How can you manage through the hard times of being a new entrepreneur? What kind of mental shift is necessary to succeed?  On this episode, Dan Grieb shares how he managed to overcome the challenges he faced and achieve phenomenal success in real estate.      I don’t want to make people think it’s all easy, but I do want to let them know it is possible. –Dan Grieb   Takeaways + Tactics Acknowledge the importance of hard times. The most important lessons are usually learned when you’re in difficult positions. Maintain discipline and hold yourself accountable. To go from agent to entrepreneur, you need to make a mental shift. You’re no longer an agent, but a business owner.   At the start of the show, Dan shared his journey and rationale for joining the real estate industry. We learned that he jumped into the business with no back-up plan, and forced himself to meet his goals. While this was not an easy task, he ultimately emerged from turmoil to become his family’s first millionaire. We also discussed: The importance of transparency when sharing your journey with others How people management is often overlooked, but vital to your company’s success Why learning to lead is non-negotiable if you want to build a successful business   The process of moving from agent to entrepreneur can be something of a culture shock for those who thought they would have greater freedom. The reality is, owning a business comes with a whole new set of responsibilities. You may be free from the duties of being an agent, but now you need to start training yourself for a new role entirely- leader.   Guest Bio- Dan Grieb is a residential real estate expert and CEO of the Home To Sell Team affiliated with the Keller Williams real estate organization. Dan is ranked in the top 1% of all Realtors in the country is a widely respected member of the Central Florida real estate community and in Keller Williams top 100 mega agent group led by Keller Williams founder Gary Keller. Dan has built one of the most successful real estate teams in the country. He has strategically selected an elite team of real estate agents, transaction coordinators and operations staff know as The Dan Grieb Home to Sell Team who allow him to be indispensable to his clients. The Home To Sell Team specializes in residential real estate and new home sales, collaborates with national home builders, and has a proven track record of successfully selling over 2,200 homes in the last 10 years. Guest Links: www.dangrieb.newnha.com https://www.linkedin.com/in/dan-grieb-4b401431/ You can reach Dan on Facebook at: https://www.facebook.com/daniel.grieb.501 You can also get in touch with him via email: [email protected]

For most, the idea of earning an income without working is exciting and aspirational. Is it realistic, however? Can you ever really make money while doing nothing at all? On this episode, we weigh in on what passivity actually means in a business and why the very notion of passivity needs to be redefined.   No one gets 'mailbox money' without putting in effort. -Greg Harrelson   Takeaways + Tactics You need to put in a good deal of effort and energy to maintain a "passive income" Consider where your worries come from, before presuming money will eliminate them Respond to the events in your life, rather than reacting to them   The idea of passive income certainly allows us to dream about what we might do in our spare time. However, never forget about the fulfillment and satisfaction your work can give you. Carefully consider what you mean by passivity. The reality is, it’s incredibly rare to truly detach from any work, as your mind continues to contemplate every detail of your life.

Lead conversion is a popular subject in real estate, but many agents are unsure of how to improve their conversion rate or interpret what the numbers might be saying. How can you boost your conversion? Are there steps you should be taking (or avoiding) to improve it? On this episode, I talk with coach and founder of Smart Inside Sales, Dale Archdekin, to answer these questions and more.     People should either be a team or get on one. –Dale Archdekin   Takeaways + Tactics Ask yourself if you’re having enough conversations with prospective clients. The volume of calls you make is crucial to your business. Track what you’re doing. Record your phone calls and pay attention to what’s working— and what isn’t. Ensure your staff is held accountable and that they do what they’re supposed to do. Your company’s culture plays a huge role in its success.   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   On this episode we discussed some of the ways agents can improve their conversion rate. Dale notes the mistakes he’s observed while training agents, and provides solutions to the issues he’s noticed. We also shared on: How to communicate, rather than recycle a script Who you should avoid hiring when your business is young How rephrasing your questions can help you attain better results For people looking to start their own businesses or take on managerial positions, considering conversion rate is of the utmost importance. The best way to do this is by paying attention to each step you- or your team- take while in the process. Think about the questions you’re asking and the value you’re promising.  Guest Bio-   After working part-time in a call centre for credit card insurance during high school, Dale Archdekin has gone on to become a force to be reckoned with in the real estate industry. In addition to having 10 years experience as a real estate agent, Dale is the founder of coaching company, Smart Inside Sales. Dale is passionate about teaching salespeople (both in the real estate industry and otherwise) how to improve their conversion rates and see amazing success.   To learn more or get in touch with Dale, head to: https://www.facebook.com/dale.archdekin.7 https://www.zillow.com/profile/dale741/   And to learn more about Smart Inside Sales, check out: https://www.smartinsidesales.com/

People often think that the mental shift of a new calendar year will be enough to motivate them reach their goals, but there are steps that must be taken to make it happen. Why is it so important for us to have focus and limit distractions? How do we prepare for the inevitable boredom that comes with implementing and becoming consistent with something? On this episode, Brendon Payne and I discuss the 4 conditions we need to create in order to get a breakthrough.     Consistency leads to boredom, but boredom leads to breakthrough. -Greg Harrelson     Takeaways + Tactics Be intentional: Define what a breakthrough looks like and state what you want to accomplish. Be focused: Put all your attention on this one goal and resist distractions. It’s not about how many things you can work on at one time, but about how many circles you can complete. Be consistent: Progress will often take longer than you originally thought, and you may get bored when that new idea isn’t fresh anymore. That’s when we have to push through the most. Be determined: Keep going when things get challenging. Understand that the path to mastery requires us to push through the difficult moments.   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   In order to reach our goals, there has to be something motivating us beyond turning the calendar at the beginning of the year. We have to implement strategy and action to reach that goal in order to push through the inevitable challenges, pivots and shifts. Before you have a breakthrough, you’re going to get bored because the new thing inevitably becomes old. In those moments many agents shift to the next thing and become inconsistent. To combat that we need to have a strong intention, focus, consistency and determination. This is what will lead to breakthrough.

Buying leads can help your business tremendously, but for the vast majority of agents, a large portion of those leads will never make contact. Are those leads truly ‘inactive’? Or is there a way for you to make contact with them and capitalize on what you’ve already invested in? What is the barrier that stops agents from taking full advantage of the leads they’ve bought? On this episode, we identify what the lead contact problem is, and discuss solutions to an issue we all face.     Think of it like this: ‘dead’ leads are not dead.They’re only dead to you. They’re alive to someone else. - Greg Harrelson   Takeaways + Tactics Agents typically do not have enough bandwidth to properly follow up with their leads. This is a problem experienced by everyone in the industry, including top agents.   After making an initial attempt at contact, use multiple platforms to get a response. If, after calling, texting and emailing, a lead is not interested, you can then remove them from your list.   Avoid labelling leads as ‘inactive’ if they do not respond immediately. Continue with your communication for 8 days, and it’s likely they will get back to you.   The opportunities presented by buying leads are endless. Your time, however, is finite. This is a predicament faced by everyone buying leads, and there is no single solution. That said, if you engage in a campaign of communication after making initial contact, you will come closer to taking full advantage of your leads.

As leaders, we understand the importance of developing talent, but we can easily miss the mark on what that actually means. Why does our talent development have to go beyond teaching real estate? How can we identify talent on the front end and grow our teams? Why do leaders need accountability as much as the agents do? On this episode, we are joined by Samer Kuraishi to discuss creating an environment of excellence and collaboration on our teams.       I’m not leading with money, I’m leading with experience and maturity and gaining wealth in the mind. -Samer Kuraishi   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics Our job isn’t teaching agents to sell real estate. We have to teach them what it takes to be successful. A dominant culture will flush out the wrong people on its own. A huge part of growing as a leader is learning to let go of control and empowering the people around us.   At the start, Samer shares on how the team is set up, and the importance of being multidimensional. Next we talked about the important thing leaders miss when it comes to developing talent. We also talked about how to identify talent, and why so many existing agents lose faith in their teams.   We also discussed: Using accountability to grow and how delegation protects us What to do when we hire the wrong person The importance of letting go of control   In order to build an environment of excellence, we have to train people the right way. Our job in developing talent shouldn’t be about showing agents how to buy and sell homes. It has more to do with showing them how to be disciplined, teaching them to make commitment to the habits that leads to results, handling rejection, and getting through when things go wrong. It’s our responsibility to help them the solution instead of being part of the problem in the industry. Everything we do is to prepare them to be that top level talent in the game.   Guest Bio- Samer is the team lead of One Real Estate. His team offers a diverse, motivated group of real estate professionals—all of whom are dedicated to putting the DC Metropolitan clients' needs first.  Using the most cutting edge technology and providing constant education and training, Samer's agents are always prepared and ahead of the market. To get in touch email [email protected] or call 301.385.0049.

In an era where social media marketing has become so prolific, it’s becoming more and more difficult to cut through all the information we are exposed to. How do we even begin to know what we should be listening to? Have we made progress more difficult for ourselves by letting so many voices and tactics influence us? Alternatively, should we ignore all the information coming our way and stick with what we know? On this episode, we discuss how to engage with the inundation of voices we encounter.   You need a clear plan of what you’re subscribing to, who you’re listening to, and whether it’s legitimate. If you don’t have that, all the other noise is going to influence you. – Brendon Payne   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics The prevalence of online access has created a constant cycle of new information, which leads to a lack of focus on getting the job done. Although software can be helpful to real estate agents, outbound lead generation is something we can actively control. Having a clear path in mind is crucial. Although new information is always helpful, it should be used to improve the ideas and systems you already have in place, not distract from them.   The influx of information afforded by social media marketing offers many opportunities to people in the real estate industry. However, it’s important to always bring what you’ve learned back to what’s already been working for you. Don’t allow the noise and sheer volume of voices online discourage you from what you already know.

One of the key skills we have to have as entrepreneurs is how to have a good return on our time. How do we know that having a team is the right move for us? What skill set makes a good real estate investor? Why are the skills we learn over the phone valuable for so many other opportunities? In this episode, we are joined by multiple business owner, real estate investor, team leader, and CEO, Mark Loeffler, to talk about making the choice between leading our team and building an investment business.     When you look at businesses on a grand scale, taking a real estate business and making it into something worth owning is difficult. -Mark Loeffler   Takeaways + Tactics For most agents, the evolution is from successful solo agent, to team leader, and then investor. The team is the vehicle that creates the cash flow, leverage, and time to become an investor.    Most people who are doing well on a team are doing so because somebody is coaching them on personal problems. If you see yourself as a professional, you’re confident in the dialogue and confident about the transaction— so getting on the phone to provide value isn’t an issue.   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   At the start of the show, Mark shares on his background and starting off as an investor, and how that influenced his decision to downsize his team. We also talked about how to know when you have the wrong people on your team, and the actions Mark took when he realized this. Towards, the end we talked about why leaders often have to help people through personal problems. We also discussed: The importance of tracking return on time The skill set that makes Mark a good real estate investor Why getting on a sales call isn’t an issue if you know the value you bring   For most successful solo agents, the decision between investing and leading a team isn’t a decision at all. We need cashflow to do the former, and that can only be provided by the latter. If you don’t need the cash flow from the team to allow you to do other things like investing, you don’t have the same need to start a team. To know what move we need to make, we must evaluate what we’re currently doing, what it’s costing us in terms of time, and what we’re getting out. Then we have to ask ourselves if the return on investment and time on that activity outweighs a return we could get elsewhere. Guest Bio- Mark is a multiple business owner, real estate investor, team leader, and the CEO, of the Mark Loeffler Team at Keller Williams Complete Realty. Connect with him on LinkedIn https://www.linkedin.com/in/markloeffler/. Send an email to [email protected] or connect with him on Facebook.

No matter how many new tactics and tools come up in the industry, the core fundamentals will never change. Why is this the same for both new agents and agents trying to level up? How can you avoid the stalemate? Why is consistency so critical? On this episode, Brendon Payne offers valuable insight on what to do when it feel like we’ve plateaued in business.     Breaking through as a top agent requires similar strategies as those for a new agent. -Greg Harrelson   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics Both top agents and those new to the industry should constantly refer to core fundamentals. The core fundamentals are skills, contacts and systems. Contacts, in particular, are non-negotiable. Once success is attained, the means of attainment should never be discounted.   In a world that privileges innovation and constant change, a desire to find new ways of doing business is to be expected. However, even while exploring new avenues, it’s important to stick with the core fundamentals that helped you attain success in the first place. Rather than searching for breakthroughs, entrepreneurs need to constantly revisit the basics that built them.

Many real estate teams are people-heavy, but light on leads— which means they can’t grow. What is the right way to go about growing our teams and taking on more agents? Why isn’t it enough to have name recognition in the market? How do we build something big from the beginning and put the work in on the front end to create our business? On this episode, we are joined by the leader of Louisville, Kentucky’s #1 team and former news anchor, Bob Sokoler, to talk about building the right foundation and proving yourself to the market.   Leads are the genesis for growing the business. -Bob Sokoler   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics There’s a lot of burnout in the ISA role. Giving them a chance to move into the field or become an assistant is a way to mitigate that. Go deep with a few people first rather than going wide with a lot of people. Let the availability of leads dictate whether to grow the team or not. Start getting comfortable with video - just grab your iPhone and start recording. Marketing doesn't have to be complicated.   At the start of the show, Bob shared on his team setup and what it took to make the jump from 100 deals. He talked about the importance of being accountable to the lenders we work with and building a team of reliable people. Bob also talked about the importance of letting leads dictate if you should grow, as well as why he still had to build a brand even though he had a career in TV before real estate. We also discussed; How to teach skills that come easy to us but are new to other people Why having name recognition isn’t enough How to create engaging videos   The most successful people in any business don’t build small to begin with. They build it big from the beginning so that the foundation is there. This is harder work on the front end, but once it grows, it gets easier. We have to think about this when we’re building our brands, because having name recognition isn’t enough. We have to dig our heels in and prove ourselves. Resting on our brand name and not putting that work in will spell disaster in a shifting market where inventory is low because business will flock to those who have already built trust.   Guest Bio- Bob Sokoler has bought and sold homes for more than 25 years in cities all over the United States. Known locally as a technology expert, Bob combines his love of real estate with technology and prides himself on being on call 24 hours a day. With his son Greg (a great agent and top technology expert), and a team of 20 agents, The Sokoler Medley Team has been number 1 in the Louisville area 7 years in a row. Bob's office, RE/MAX Properties East, is the highest producing office in Kentucky and among the top 10 offices in the United States. Go to https://www.weselllouisville.com/ for more information, and check out the team’s Youtube here louisvillehomestv.com.

Many team leaders fall into the trap of building a business filled with people who match their personalities, but with core values that don’t align. How do we make sure we’re pulling the right people into our world? How do we actually build culture in our team and not just talk about it? What are some of the challenges unique to working in a resort market? On this episode, Allison Simson talks about fostering a supportive team environment, building a team we’re happy with, and staying on top of our team culture.   A strong team culture is the attitudes and values of how people come together, and how they are flowing. -Allison Simson   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics Track the leading measures, not just the lagging measures. In all relationships, it’s a lot easier to get along and have long-term relationships with people when you share the same core values. Asking the right questions at the beginning gets people attuned to the meeting, and it sets an intention for the actions needed to improve the systems.   At the beginning of the show, Allison shared how she got started, how she inherited a team and what she learned from it. Next, we talked about how to keep an eye on the leading measures on a consistent basis so the team can actually get better. We also talked about the importance of aligned values and why Allison keeps an eye on the San Francisco market even though she’s in Colorado We also discussed: How Allison strengthens personality connection on her team How Allison gets people attuned to the meeting and setting an intention at the beginning What it takes to grow in a resort market   There is a massive difference between just talking about team culture and actually rolling up our sleeves and building it. As a result, it’s easy for culture to be on autopilot and to just chug along— and ultimately get ruined. We have to be purposeful and intentional about bringing our people together and implementing measures in our businesses that will strengthen values and personality connections. If we set those intentions, it will create an establishment and team we’re proud of.   Guest Bio- Allison is the Broker/Owner at Summit Real Estate in Dillon, Colorado. Go to http://www.summitrealestate.com for more information or email [email protected]

Now that we’ve talked about why databases are becoming more important, and how we make sure the audience doesn’t filter us out, what are the 3 keys to building trust? How do we insert the tags into the conversations we have with prospects? Why should our communication be about them and not about us? On this episode, we continue the conversation with Dobbin Buck about the importance of building a database and segmenting it with relevant triggers.      If we come from a place of deep servitude to our audience, the energy that emanates from us through all our content is going to come through as some level of authenticity. -Dobbin Buck   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics We have to use triggers that will stimulate the consumer emotionally, because that will get them to engage with us. In our communication, we have to be thinking of them not what we’re going to get from them. Authenticity is charisma, and charisma become entertainment. The consumer is in control of the information they want to consume. They have the keys to the opt-in and they can tune us out if we’re not relevant to them. By sending them relevant, micro-content we’re creating a gravitational pull towards us. But a key piece is making sure we’re making the content about them and that we’re always authentic. For consumers not to block us out, they have to feel that we resonate with them and the essence of how we’re coming across has to be on point.     Guest Bio- Dobbin Buck is the co-owner and Senior VP of business development of GetUWired. To Dobbin, it's all about the GetUWired mission: to make web marketing a friendly and accessible business development resource for all business owners. GetUWired is a full-service Internet marketing firm housing all the skill sets business owners need to fulfill their online marketing dreams. Connect with Dobbin https://www.linkedin.com/in/dobbin-buck-3454a012/ or go to https://www.getuwired.com/ for more information.

Databases are going to become even more important as a result of the current trends going on in real estate. What are some of the shifts that are driving this new development? How do databases offer us a huge advantage to connect with people and build trust with them? Why is trust going to be more important over the next 5-10 years in turning a database into a community? On this episode, co-founder of GetUWired, Dobbin Buck, joins us to talk about why databases are the new community and how to connect with them.   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics With so much technology, people now want the freedom to disconnect. As consumers figure out how to disconnect from us, we’re only going to be left with those that trust us. The conversation consumers want to have is at a very micro-level, specific to their localities and interests. When we have a database and we’re connected to it, we’re able to build big data that goes deeper than any other data company.   Consumers are interested in micro-content— the kind of content that connects with their specific needs, location and interests. People are going to choose agents who make them feel like they are part of a tribe, and that comes from trust. For us to gain people’s trust, we have connect with them on a deeper level by using intimate data points to communicate. When we gain their trust, we gain their attention. If we’re not building or growing our databases, we could find ourselves locked out of deals.   Guest Bio- Dobbin Buck is the co-owner and Senior VP of business development of GetUWired. To Dobbin, it's all about the GetUWired mission: to make web marketing a friendly and accessible business development resource for all business owners. GetUWired is a full-service Internet marketing firm housing all the skill sets business owners need to fulfill their online marketing dreams. Connect with Dobbin https://www.linkedin.com/in/dobbin-buck-3454a012/ or go to https://www.getuwired.com/ for more information.

After we become top producing agents and team owners, the next step is building wealth and a legacy. What thoughts and activities have to shift in order to take our businesses to this next level? Does our lead generation have to change as we start focusing on wealth-building? What can we do to make our lead generation time more valuable?  On this episode, Noah Ostroff shares how he’s built a business that sells 3,000 homes a year, and how he multiplied the impact of his prospecting.   My definition of wealth is having at least $1 more of passive income than personal expenses. -Noah Ostroff   Takeaways + Tactics Anything you do with marketing has about 6-9 months before someone else copies it, and it becomes ineffective. Use a segment of your prospecting time to go after absentee owners, because those are easy presentations you can do over the phone. As we grow from producer to wealth builder, the lead generating process doesn’t change, but the nature of relationships we hunt for does.   At the start of the show, Noah shared his journey and how he strategically leveled up from one-to-one deals to one-to-many deals. He shared the outbound lead gen strategy he used. Next, we talked about the ways Noah had to shift his thinking and activities to become a wealth builder, as well as how to uncover that kinds of relationships that will have the most impact on your wealth. We also discussed; Why we have to constantly tweak our marketing The power of getting the fundamentals right The importance of focusing on your strengths The basis of building wealth is the ability to increase our passive income earning ability, and a key of shifting from agent to entrepreneur is understanding that you have to level up in the deals you’re making. Noah started getting more out of his time and money, by prospecting for multiple deals where he used to prospect for one. He went from working with homeowners to home builders who have up to 10 listings at once, and he’s leveled up continuously since then. He Focused on the people making the most inventory being more efficient with his time, and instead of prospecting for listings, he started prospecting for people, talent and relationships.   Guest Bio- Noah is the CEO at PhillyLiving. Since its formation, the PhillyLiving Team has both set and broken records time and time again, including “Most Number of Buyer Controlled Sales” “Most Total Units Sold”. and have earned some of the highest awards offered, including “International Presidential Elite Team”(2010), “International Presidential Premier Team” (2011, 2012, 2013). The team most recently earned the Society of Excellence Award, which is given to less than 50 agents in the entire country. Go to http://www.choosetoworkhere.com/ and https://www.linkedin.com/in/phillyliving/ for more information or email [email protected].

Thanks to Facebook advertising, we can go straight to the masses without forking out a lot of money. What are some of the biggest mistakes we make with our ad targeting and response? How do we create a process that leads people from cold lead to a booked appointment using ads and opt-ins? What kind of ads actually generate quality leads? On this episode, Facebook ad expert, former agent, and founder of Just Sell Homes, Andrew Fogliato shares what is— and isn’t— working in advertising and lead conversion today.   Provide as much value as possible in the ad, and overdeliver on your promise. -Andrew Fogliato   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics If you have an unsubscribe list, upload those names to Facebook and run ads to them. Having a secondary offer on your "thank you" page can be highly effective, but it needs to be set up correctly. ISAs make shouldn’t go too fast to the close. Their goal on first contact is to get answers to easy, open-ended, low pressure questions.   At the start of the show, Andrew shared how his agency got started and how he expanded his own real estate experience. Next, we talked about how the changes made to Facebook have affected targeting, and some of the mistakes people make with targeting. Andrew shared some tips and insights, including the power of a secondary offer and the best questions to ask a cold lead. We also talked about: Lead routing and why it’s such a big deal The best offers for getting someone to book a call or appointment instantly How to market and retarget to your unsubscribe list   The "Holy Grail" for agents is a Facebook ad and a system that effortlessly leads people down the process of going from a cold lead, to a motivated prospect, and a call or appointment. The secret to this is giving a lot of value from the beginning, and actually marketing on the consumer’s biggest pain points. We can boost this by adding secondary offers to our opt-in pages, and being strategic with the highest value assets we have in our listing packages.   Guest Bio- Andrew is the founder of Just Sell Homes and a speaker and marketing expert. He founded his agency in 2015 with the intention of helping real estate professionals get real results from their online marketing efforts. Go to http://justsellhomes.com/ for more information.

Real estate gives us the capacity to make a lot of money, but so many agents find themselves broke. What are the money laws that govern how it flows in our lives? Is the answer to getting off the commission wheel as simple as making more money and getting more deals? What are the building blocks of a healthy money mindset and healthy money practices? On this episode, coach and real estate mogul, Krisstina Wise, goes deep on how to build wealth and shares strategies that will make money a positive tool in our lives.   Money is a mindset. If we have a negative connotation with money, it will have a negative ripple effect. -Krisstina Wise   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics One of the first ways we get off the hamster wheel is getting rid of the payments that are going to banks and learn to become our own bankers. Two bad money mindsets: 1. Not feeling good enough, which leads to struggling to earn. 2. Earning a lot, but not feeling worthy which leads to self-sabotage. Treat savings as an expense, because they represent a future expense.   At the start of the show, Krisstina shared her own journey and on how she overcame her financial issues and changed her mindset. She talked about why good health is the first wealth building activity we need to prioritize. We also talked about the two money mindsets and how they lead to difficulties. We also talk about how to become your own banker and limit your consumer debt. We also discussed: - Why intermingling your business income with your home income is a big mistake - Why people are over leveraged in the wrong places and how to fix it - The different categories of expenses and payments   The truth about money is there are consequences to not following its laws. We don’t win the game by working hard and getting the next commission. We win the game by changing how we see money and how we use it. First, we have to make sure we have positive connotations of money. Then we have to be mindful of where our money actually goes. It’s important to put away money for tax first, and money for our future selves (savings). The true secret to building wealth and getting rich is how we manage money in your household account. Consumer debt and unnecessary payments sink us, while good financial practices build us up.   Guest Bio- Krisstina Wise is a real estate mogul, Millionaire Coach, and creator of several multi-million dollar businesses including Goodlife Luxury, The Paperless Agent and most recently, WealthyWellthy. She is also an international speaker and the award-winning author of the Amazon Best-Seller Falling for Money, a romance novel for your bank account. Named one of the 100 Most Influential Real Estate Leaders in the country, she has been featured in USA TODAY, as well as by Apple, Contactually and Evernote for her creative leadership with emerging technologies. Go to https://www.goodlife.luxury/ and www.wealthywellthy.life. You can can also connect with her on LinkedIn.

Clients can tell when an agent is all about the deal, and they get completely put off by it. How do we switch from a transactional mindset to a relationship-based mindset? How can we effectively nurture people who aren’t buying or selling right now? How can we build a business that can survive any shift? On this episode, Ricky Carruth shares how he found opportunities in market crashes, developed his value, and built strong relationships.   It doesn’t matter what the market is doing. It’s about people, and if you understand that concept, you’re going to win. -Ricky Carruth   Takeaways + Tactics The only way to consistently get to 100 deals a year as a single agent is to build a base of relationships. Every prospect you connect with represents 10-20 deals over your career. Consistency is king— Ricky has sent a weekly email to his database since 2007.   At the start of the show, Ricky shared how he began in real estate, some of the mistakes he made and the valuable lesson he learned about market shifts. Next, we talked about how Ricky nurtures his database and his system for staying in touch. Ricky also shared how he’s scaling himself through coaching. We also discussed: The relationship mindset vs. transactional mindset How to show clients that you are reliable and professional   Our unique value is the service we give to people, not the product we sell. Instead of focusing on the deal, we should pay more attention to how strong our relationships are. This is achieved through information and communication. Our job is to connect with people, leave a lasting impression, and have systems to stay relevant and in front of them. Ultimately, consistency is the special ingredient. By constantly communicating, you show people that you are reliable, hard-working, knowledgeable, and professional. That will always make you the natural choice over other agents.   Guest Bio- Ricky Carruth is an agent and real estate coach. He has built an incredible real estate business based on the core values of creating strong relationships and being a servant to others. Now, he wants to give back to the real estate community by helping new and experienced agents who want to take their business to the next level and beyond. Go to https://zerotodiamond.com/ for more information or to get in touch.

As we go from agent to entrepreneur, it’s easy to burn out from all the things we need to do and be. How does this connect to playing the role of a leader? How can you lead at a high level while being who you are vs. who you think you should be? Why is it so exhausting to try and adopt someone else’s leadership style? On this episode, we talk about the importance of being ourselves as leaders to avoid burning out, and to attract the right people into our world.   When you change yourself to appeal to a bigger group, it’s more tiresome than being who you are in a smaller group that fits your personality. -Greg Harrelson   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics Don’t create an identity just because that’s who you think you need to be to impress people. In order to pull off authenticity, we have to be willing to be vulnerable. Authentic leaders attract the right people, while inauthentic leaders attract a lot of people. In the end, the people who stay with you are the ones who accept you and thrive around having a leader like you. Some leaders put on some sort of act based on what they think is necessary in order for their people to accept them. The issue is, wearing that mask and having to constantly put on that act is tiresome. We’ll get burned out and end up with the wrong people in our world. What we need to do is lead with who we are, instead of guessing who we are supposed to be. What’s more impressive than playing a role is being you. Even if you’re flawed, people appreciate authenticity.

  Many of us are missing out on opportunities for business because of how our approach to social media. How are agents failing to execute on today’s marketing requirements? How do we win at social media and combine the ease of online communication with the power of face-to-face relationships? With all the focus on the online relationships, why is it still so important for our offline relationships to be on point? On this episode, real estate coach and marketing expert, Jared James, shares why our business relationships shouldn’t just exist online.   The people who are winning today are the ones who aren’t ideological. They aren’t pro- or anti- social media, they are just pro-people.  -Jared James   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics The thing that keeps most entrepreneurs from really growing is lack of focus. Commit to change. Understand that when you're learning to sell through social media, you're not going to be good at it right away. Visibility trumps ability. People are looking for agents online, so we must be easy to find. At the start of the show, Jared shared how he got started as an entrepreneur, and how his agency helps real estate professionals. We also talked about what gets in the way of the success of entrepreneurs, and why we have to seek focus. We also discussed: What it takes to get ahead in the social media game Why our face-to-face relationship building has to be really good The importance of understanding the lifetime value of a client   Our online conversion rates are low because we haven’t grasped the fact that even leads we get on the internet are still human beings who want human interaction. Social media is just where we find people and where the relationship starts. The platforms are just the way we get in front of people, and start the dialogue but what worked before still works. When someone wants to further the relationship with us the person-to-person interaction is still crucial. The average real estate person is marketing in a way that is different to how they act as consumers and that’s why we’re not meeting our full potential.   Guest Bio- Jared James is a professional speaker, author, coach, marketer and entrepreneur.  He is a sought after Keynote Speaker and trainer who has earned a reputation among many people as the "why guy" due to his understanding of why people do what they do and how to get them to change their behavior. Go to https://connectwithjared.com to get in touch or learn more.

Leaders constantly have to put themselves in a position to spot opportunities. How do we set ourselves up for this? How do we lead by example in a real way? What’s the difference between being pulled to a position and pulling a position to us? On this episode, “30 Under 30” agent and broker owner, Justin Helmus, shares how he balances production and leadership, and talks about the power of being a connector and an example for others.     Connecting people, no matter what, if it’s on the selling side or the managing broker side, is absolutely the foundation. -Justin Helmus   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics Whether you’re selling or on the leadership side, relationships and connecting people are crucial. People don't do what we SAY, they do what we DO. Great leaders get pulled to a position. They don't pull a position to them. At the start of the show, Justin shared on transitioning from an indie agent to working within the franchise system. We also talked about the value and power of being an example to our people, as well as Justin’s plans for the future.     We also discussed: The importance of connecting people and building relationships How passion pulls you to the right position Why growth happens outside of your comfort zone   When we build out an organization with a razor sharp focus, remain clear on what is expected, and our people validate it by following what we do, it makes everything else so much easier. Ultimately, who we are as a leader translates to who the agents are and what they can do.     Guest Bio- Justin is the Broker/owner at Berkshire Hathaway Home Services Florida Properties Group. Go to clearwaterrealestatesales.com for more information.

Leadership is clearly valuable, but there’s a lot of confusion as to what that value actually is. What is that ultimate thing we can deliver to our agents that will make them produce at a high level and stick with us in the long run? What are the some of the value-adds that people will be looking for as we step into a leadership role? Do people’s expectations of us change over time? On this episode, we talk about how we can add value as leaders and find the balance that meets the needs of our team and our bottom line.     They stay because they want to be part of a tribe and something bigger than all the systems. -Greg Harrelson   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics People come for the systems and leads, but they stay for the leadership and value we provide to improve and transform their lives. The higher the commission split, the lower the services offered to the agent. Accountability isn’t something people will say they want up front, but they do expect it from us.   Technology may be making it easier to build a team but, ultimately what will attract and retain good talent is leadership. It’s as valuable now as it was years before. Leaders truly impact their people when they become a part of their transformation and by being an example of someone living the life they want.

  As we go from agent to entrepreneur one of the things we tend to overlook is the importance of the people we surround ourselves with. How do we go about zeroing in on and building relationships with people we admire and look up to? What process can we follow to get into the orbits of these people? Why is it so critical to take the step of cutting off relationships that don’t serve us anymore? On this episode, Kurt Francis shares on the value of our relationships and building the right ones.     You have to be willing to a price to identify and establish relationships with the right people. -Kurt Francis   Takeaways + Tactics When you model yourself on someone you admire, draw the line at losing your own uniqueness. Our successes and failures have a lot to do with who we spend our time with. Limit associations with certain people because if you say yes to hanging out with them you’re saying no to the people you really need to build a relationship with. At the start of the show Kurt shared on his work and the value of charging more for coaching. Next we talked about the process you take to start developing relationships with people you admire. We also talked about the necessity of limiting or even cutting off relationships with people who aren’t serving us. We also discussed; The value of finding a hero who has the life you want, not just the business Why building valuable relationships isn’t free   95% of our failures and successes in life are due to the relationships we have. When we actually seek out the right people and get into their space, the benefits of that relationship are endless and far-reaching in our lives. In order to successfully get into relationship with these people we must first decide who we want to become, and then identify 3 people who have those attributes. After that, it’s necessary to get into contact with them and most importantly, we need to remove the relationships that aren’t serving us anymore in order to attract more of what we do want.   Guest Bio- Kurt Francis is the Chief Invigorator of KF Invigoration and co-founder of My Epoch Challenge, Professional Speaker, Consultant, Business and Life Coach and Certified Trainer for the One Thing. Go to https://www.kfinvigoration.com/ for more details. If you’re an agent or broker, go text MER to 31996, or if you’re interested in personal development coaching, text 99 to 31996.  

  Real estate has shifted tremendously over the last two decades, resulting in the idea that certain strategies are “old school” and others are new. What are some of the key distinguishing characteristics of each group? What can both old school and new school agents learn from each other? What old school strategies do we still need to utilize today? On this episode, Jeff Quintin shares what he learned in real estate years ago that younger agents can benefit from today.     The old school way of knowing what to say, how to say it, and getting in conversation with someone is not going away. -Jeff Quintin   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics The old school used to teach their agents. New school is just feeding them. We’re capturing people earlier in the process but that doesn’t necessarily mean the volume of real leads is higher. If new agents can learn the scripts while developing the work ethic to understand the market, they will succeed.   At the start of the show, Jeff shared on how he got started and we talked about what the average day as a real estate agent looked like in the 1990s. We also talked about some of the key differences between old school and new school, including structure and lead generation. We also discussed why not having a work ethic is a cause for concern as we prepare for a market shift. We also discussed: Why there really aren’t more leads on the market than before The importance of being a market expert What a new agent needs to be able to do to get to 30 homes per year   Old school real estate is more about human interaction, while new school is more about technology. There is a way to marry both and come out as a winner in the industry. The old school work ethic is as necessary now as it was then, in addition to learning the scripts and knowing the market and inventory very well. If we know what to say, put the time into prospecting each day, and become familiar with the marketplace, we’ll be well-equipped to succeed.   Guest Bio- Jeff is a Realtor and the team leader of The Quintin Group. Go to https://thequintingroup.com/ for more info, or email [email protected].

  The conventional view of leverage is that we delegate the things we don’t want to do. However, this is a flaw that sets us up for disaster. How can we carry out leverage in a way that creates value in our organization for years to come? As we move up the entrepreneurial ladder what needs to shift about the way we look at leverage? On this episode, we go deep on a new way of looking at leverage and how it actually brings more value to us and the people we work with.     There’s something way more important than leveraging others, and that’s having others leverage you. -Greg Harrelson   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics We could leverage one person to do the things we don’t want to do, or we can be somebody that’s highly skilled and allow others to leverage us. We shouldn’t swing the pendulum so far that we’re delegating too many things. At a certain point, we stop being valuable leaders. If we focus on leveraging others, we care about ROI. If we’re focused on people leveraging us, we’re focused on ROT (return on time). Allow people to observe what we are really good at. In turn, they will go higher in their own production, which gives you more profitability for longer. If we think about trends like building teams, expansion, and scaling, leverage is very significant to these things. Yet, the way we leverage is very important. It’s supposed to be about multiplying our effect and impact, not just getting things off our plates. There are things we are really, really good at. We need to let people leverage those things from us. Let them shadow you, learn from you and leverage the skills, talents and mindsets you give them. That way you will create a chain of value and profitability that goes many levels deep in your business.